Field Sales Automation – 5 Reasons Why It Is Critical for Your Sales Success
SEE ALSO: You might like “3 Tips for Building an Efficient Sales Team” too.
The Growth of Field Sales Automation
According to a report from Market Research Future, the field sales automation market is expected to surge to 8 billion USD by 2023. From the report, it is evident that field sales automation solutions are embraced by most enterprises as they improve productivity and ROI of the business.
Let’s look at the top 5 reasons why enterprises should invest in field sales automation to overcome these challenges and improve their sales cycles.
Real-time sales data simplifies field sales operations
Field sales professionals spend the better part of their days in the field. Having easy, remote access to timely and critical customer and sales information allows them to work with real-time data and update the to-be visited customer’s feedback/concerns immediately, rather than wait until they’re back in the office. This enables the managers to effectively track data through the sales funnel.
With such ease of access to customers’ information like customer details, product portfolio, etc. during a planned visit will simplify the tasks of a sales rep and will enable to delight customers.
This, in turn, keeps them motivated, resulting in improved productivity.
Ensures better customer experience
Thanks to sales automation, managers and field force can track and analyze customer orders history to help improve prospects. Past sales information can help better understand customers’ demographics, order patterns and preferences.
This can help them better deal with the present leads. And this powerful information can help marketing teams to create better campaigns to generate prospects.
Enables smart time management, productivity
By automating manual tasks such as data entry and data maintenance, organizations can create more than one month of selling time each year for each rep.
Further, the automated system helps sales reps in organizing and tracking collections, pending payments and returns, and thereby provide better sales reports.
With a good field sales automation system, managers and sales reps can create and keep track of their appointments and get auto-reminders. GPS enablement allows the field salespeople to save time in reaching their destinations on time.
Enables faster decision making
With automation, organizations can ensure that field sales data rolls up to management in real-time, flagging issues before a negative impact. Managers can spend more time in helping work through issues rather than asking questions. This will help make sales reviews more effective, as well as improve trust and relationships.
Having a strong field sales automation system means marketing and sales activities being fully aligned and driving actionable results for the sales force to follow-up on.
Having access to collaboration tools enables field salespeople to tap into collective intelligence and customer insights across the whole organization. They can spot, capture and qualify a lead faster and pass it on to the right sales channel.
Enables to foresee sales data for improved efficiency
Use of sales force automation software helps understand past and current sales trends, even while having a clear view of opportunities in the pipeline. Using this powerful, comprehensive data sales teams can make reliable forecasting of future sales providing the management better insight into the revenue pipeline.
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